Sales

Proposal Acceptance Rates: How to Achieve an 18% Higher Win Rate

Proposal Acceptance Rates: How to Achieve an 18% Higher Win Rate
By June 20, 2014 Sales, Social Selling

If you’re like most sales professionals, you probably feel a twinge of fear when it comes time to FedEx a proposal, or even email it.   Read more ›

Duct Tape Selling: A Conversation with Jon Jantsch

Duct Tape Selling: A Conversation with Jon Jantsch
By June 17, 2014 Sales, Social Selling
In this interview, I talk with John Jantsch about his latest book – Duct Tape Selling.    Read more ›

A Surefire Recipe for Losing the Sale

A Surefire Recipe for Losing the Sale
By June 13, 2014 Sales, Social Selling

I just opted out of yet another newsletter that I never opted into in the first place. It is so annoying. You might think the spam only comes from companies who buy a list or scrape your email from a website, but often just handing out a business card leads to more junk mail.   Read more ›

How Agile is Your Selling?

How Agile is Your Selling?

Last week, I talked with Jill Konrath about her newest book – Agile Selling. Jill described her prior books – Snap Selling and Selling to Big Companies as the “how” of selling. In Agile Selling, she teaches sellers how to “be” a great salesperson.

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Random Rants About Sales and Social Selling

Random Rants About Sales and Social Selling
By June 9, 2014 Sales, Social Selling

Selling is a reputable profession that often gets a bad rap largely due to these big no-no’s. Here are a few of my rants about selling.   Read more ›

Are You Looking at the Wrong End of the Donkey?

Are You Looking at the Wrong End of the Donkey?
By June 6, 2014 Sales, Social Selling

If you have your finger on the pulse of Inside Sales, you know that breaking the ‘prospecting’ and ‘closing’ functions into two roles has crossed the chasm. Role specialization is here to stay.

One of the big benefits is that specialized teams are responsible for a very clear piece of the sales process. You can measure effectiveness, add or subtract headcount, and course correct as needed.   Read more ›